How to Rise Above Today’s Economic Challenges: Equip Your Sales Force with Mobile CRM

In today’s tough economic climate, companies need their sales teams operating at peak performance. But traditional customer relationship management (CRM) may be hampering field salespeople’s productivity, with frequent downtime and lengthy sales cycles cutting them off from their managers. Learn how mobile CRM solutions can help speed up and improve the sales process, so your company can survive even the toughest market.

Report Preview

There’s never been a time when you haven’t needed your field salespeople to perform at peak ability. But a number of challenges in today’s global marketplace makes it harder than ever for field sales representatives to stay on top of the game—and keep your company’s bottom line from sinking into the red. 

For one thing, there’s the constantly changing landscape of customer demands that sales teams have to navigate. Customers’ expectations are higher than ever before—and continue to change, as statistics show. Business-to-business (B2B) e-commerce increases yearly and makes up the bulk of web-based sales: the US Census Bureau E-Stats report published in May 2008 states that B2B e-commerce in manufacturing and wholesale industries amounted to $2,716 billion (USD), or 93 percent of total online sales for 2006. Field salespeople have to remain competitive and ensure that the Web helps them boost sales by appealing to customers old and new who are quickly becoming accustomed to the convenience of accessing products and services from around the world, any time of the day or night.

The economic downturn is another cause for concern. If it walks like a recession, and talks like a recession, then it’s probably a recession, bringing with it potential limitations on the opportunities for companies to make sales. The “R word” can often scare businesses into cutting costs and reducing budgets, perhaps by finding overseas suppliers with cheaper products—more reason salespeople may have to compete on the Web to attract and retain customers. And if your own company’s budgets have been reduced, you may find yourself dealing with cutbacks in spending on advertising, which only puts extra strain on your sales reps to come through.

These and other challenges can greatly impact the performance of field sales teams—and ultimately that of your company. In an economic downturn, the risk of seeing your profits shrink is high enough. But if your sales force is unproductive or immobilized, that risk is even greater.

What you may not know is that traditional, “same-old” sales force automation (SFA) and customer relationship management (CRM) solutions probably aren’t providing you with the help you need to maximize the productivity of your sales teams and make gains in your customer base—and your profit margins.

In fact, sales managers have tremendous difficulty getting the majority of their sales reps to use their CRM or SFA systems. According to AMR Research, “33 to 47 percent of customer management applications [are] facing serious adoption issues”—a statistic that doesn’t even account for the reps who do use the system, but use it inefficiently.

Read the full report >>

Featured Software Research:

The Travel and Expense Management Guide for 2014: Trends for the Future

Organizations typically spend 10 percent or more of their annual budget on expenses related to business travel. They need to reevaluate existing strategies for travel and expense management, how to overcome key challenges, and structure a robust program that balances core competencies and modern technology enablers. This paper focuses on the general business trends and economic challenges organizations face today. Read More

Putting the "I" in CRM Series 1: The Impact to the Sales Team

Customer relationship management (CRM) has long been seen as a must-have sales tool. However, much of the value of traditional CRM accrues to managers, not the reps that use them daily. Learn how CRM designed for the individual benefits the entire sales organization from increased data quality to more predictable revenue pipelines. Read More

You may also be interested in these related documents:

Case Study: Heineken USA

Heineken USA imports, markets, sells, and distributes its premium beer products through its network of 650 beer distributors. This supply chain requires precise forecasts and meticulous planning—and an easy-to-understand forecasting tool that provides greater transparency in the collaborative forecasting process. Discover more about the benefits of the forecasting solution on Heineken’s sales and operations planning. Read More

Enhancing Interaction Center ROI in Turbulent Economic Times: Beyond Traditional Data Sources for Workforce Automation

  • Source: SAP
  • Written By:
  • Published:
Interaction center managers must deliver greater value on smaller budgets. But you can’t simply cut costs and services, or your customers won’t remain satisfied. To better weather the economic storm, release the untapped potential of your interaction center with software that maximizes your workforce management capabilities. Learn how to go beyond traditional channel data for bigger contact center return on investment. Read More

CRM: A Business Imperative during the Economic Downturn

  • Source: Sage
  • Written By:
  • Published:
The economic downturn means that businesses must capitalize on every opportunity to gain revenue. With the right customer relationship management (CRM) solution, you can protect current revenue streams and unearth new customer revenue opportunities—despite the most challenging market conditions. CRM helps ensure you deliver exceptional service to your current customers, building their long-term loyalty. Find out how. Read More
comments powered by Disqus